CRM Application

  • A Properly Constructed Sales Process Can Help You Experience the Euphoria of a Walk-Off Win

    • June 15, 2021
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The walk-off win in baseball, the buzzer beater in basketball and the field goal with no time on the clock in football are all terrific metaphors for certain types of wins in sales.  Some deals are sure things from the get go and others stand no chance of going your way.  However, some huge opportunities are truly nail-biters and could go either way.  When those opportunities are finally decided and you win, they too are euphoric.

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  • Is it OK if You Lose Customers Because of the Evolution of Your Product?

    • January 11, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    One of the inevitable facts of selling is that the Law of Sales is much like the Law of Gravity.  “What goes up must come down” loosely translates to “Who you sell will eventually go away.”  The only question is whether that will be days, weeks, months, years or decades from now.  

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  • Top 4 Questions, 2 Words of Advice about Sales CRM

    • February 17, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    A company’s executive team can have a positive or negative influence on the performance of the sales team.  Each member of your executive team can impact sales in some small, or not so small way.  Today, I want to talk about Chief Technology Officers, VP’s and Directors of IT.  At first glance, you might not think that IT has much of an impact on sales and you would be correct.  However, they do have a significant role.

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